How Lead Status is Automatically Set

Lead quality is assessed as soon as a lead is generated. This topic describes the settings that are used to determine the qualification status of a sales lead. Lead quality of a newly created lead is based on:

• Characteristics of the customer contact on the lead

• Type of response which caused the lead to be generated

Lead quality is further assessed based on added qualification data such as customer need, urgency or time frame for the project, and whether a budget is approved for the product.

Settings That Affect Lead Qualification Status

Leads can get their qualification status from:

• Assignment rules

  Rules-based leads qualification process helps standardize the lead qualification process. Based on the positive results to conditional rules, the value of the Lead Status attribute is set to Qualified. For example, a rule can be defined to update the lead as qualified if the:

  • Customer's budget status is approved

  • Project time frame is three months

  • Decision maker is identified

  • Response type is that the customer attended an event

• An imported value

  Leads imported through file import can include a designated lead qualification status.

How Lead Qualification Status Is Calculated

In some companies, the lead qualification data gathered by lead qualifiers is considered in the scheduled automated process that calculates lead score or lead rank as well as assigning sales team territories. For such companies, a simple rule to move leads to a Qualified status when the lead score reaches a specific threshold is sufficient.